SBI Blog Revenue Growth Insights

One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales...

Social Selling is a term that is popular these days, but what exactly does it mean and how do you do it? Social selling ...

Whenever we start a sales training project, our client inevitably asks, ”How many sales reps should we have in each clas...

Many salespeople hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat ...

One of the first lessons I was taught as a newly commissioned officer in the Navy was that the division officer (first l...

As SRG’s Director of Marketing, one of the most common questions I get from sales professionals is whether LinkedIn can ...

Here are a few common sales problems: you have gone through the entire sales process only to find out that the person yo...

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this i...

Abraham Lincoln was known for his uncanny knack to lead others – even those with whom he disagreed. Click here for a gre...

It’s time to stop treating Social Selling as a shiny new object in sales enablement With the hype and promise around Soc...

Whether you’re a sales manager looking to hire a great salesperson or a good salesperson looking to get better, recogniz...

Over the weekend my living room was converted into a Girl Scout Cookie warehouse and is now stacked floor to ceiling wit...

One of my favorite quotes about writing has been attributed to many great authors, including Pascal, Cicero, Twain, Fran...

While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new bus...

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

Across our client base and in our sales training workshops, we are seeing sales professionals becoming more familiar wit...

Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather i...

Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems li...

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

Halo Effect In Business If someone's first experience with you is positive and they see you in a good light, it’s hard t...

I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to he...

Decision-making is critical to all management positions. However, decision-making is even more important to you in your ...

It may be time to get serious about using LinkedIn for sales, including prospecting. We all hear the buzz about social n...

As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few though...

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the...

Your company has made your development as a sales professional a core part of their strategy, so you are about to enroll...

Are you a good sales coach? Many managers rarely give this question much thought, and that is a pity since sales coachin...

Forecasting can be a challenging task. As a Sales Manager, you're asked to look into the future, predict the probable be...

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requireme...

There are many sales training programs to choose from and the investment is not insignificant. In order to find the best...

Despite all the hype around social selling, a recent Brevet Group study showed that less than 50 percent of salespeople ...

There is an ongoing, evolving debate about the best way to deliver sales training programs. At the center of this debate...

We see it time and time again. Companies pour money into the wrong types of sales programs. Millions are spent on the an...

Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often ...

Too often we see sales leaders procure their sales management training program only to find out that it is just a reconf...

Monday was a big day in the Williams household – the first day of school for our kindergartner. We’ve been busy the past...

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all ha...

Once a company has identified the need for sales training, the next step is to navigate your way through all of the opti...

One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. This is part...

People buy from people they like and trust, correct? That’s a given. But when you are making a sales training investment...

It is often hard for the sales people to make the transition to sales manager. Part of this challenge is attributable to...

Ask any sales training professional and they will tell you that a common question among key sales training stakeholders ...

The transition from Sales Professional to Sales Manager is often a difficult one and a topic that has been discussed in ...

We’re all familiar with the term Value Proposition. Most often, it is used to describe how your company differentiates i...

In the 1980s Oldsmobile ran a series of pretty cheesy, but memorable ads with the tag line, “This is not your father’s O...

Deal coaching often gets a bad rap because it is frequently unstructured, and often becomes a contentious discussion bet...

Being a sales professional in today’s internet-savvy, procurement-driven, cost-conscious environment is extremely challe...

One of the benefits of attending industry trade shows is being able to learn best practices from industry leaders. For u...

One of the most challenging aspects of managing a sales team is sales pipeline management. While the nearly universal ad...